Discovering how you can use NLP in business in Newbury
How to use NLP in business? Well, we heard a great presentation from Miriam McCallum from McCallum Associates this morning at Newbury Business Group, which we are delighted to host below.
She began explaining the many dimensions of Neuro Linguistic Programming and touched on how it is used for behaviour change, modelling, motivation patterns, influencing, conflict resolution and leadership, to name but a few.
However, she focused on the Linguistics arena and briefly explained how we have different sensory systems – mainly visual, auditory and kinaesthetic. Also within NLP there are two key language patterns: specificity and influence. This linked neatly in with motivation patterns – which are the language patterns ‘behind the words’.
Everyone has a different view of the world, or different map and this is influenced by a host of factors ranging from your internal representation, your physiology, external events and the way you filter and respond to situations.
She wisely assumed that the business people in the room would like to know how to sell better and went on to talk about the language patterns of motivation, specifically decision making. People vary and some will prefer options to procedures and also some all prefer sameness to difference. Knowing which someone prefers can ensure you help them to buy.
She posed us all two questions:
‘Why did you choose your current job’
&
‘What is the relationship between your work this year now and last year?’
She first addressed: ‘Why did you chose your current job?’ and explained how people with a "Procedures" preference - will typically delete "why" and answer the question as "how did you chose your current job" they may also say that they did not have a choice.People with an "Options" preference - will talk about choice.
Having heard the answer someone gives you would know that those preferring procedures would be motivated by words such as: proven methods, the right way, first, then second etc. If they prefer options they will be motivated by words such as: a better way, choice, opportunity.
With the other question: ‘What is the relationship between your work this year now and last year?’ (you could equally substitute holiday, home etc)she explained those who have a "Sameness" preference - will talk about what is the same, what they have in common, whereas people with a "Difference" preference - may not understand the word relationship and will often describe how it is completely different.
In this case you would use words like: in common, the same as, exactly as before etc. to motivate someone with a “Sameness” preference and if they preferred “Difference”, use such as: different, changed, new, unheard of before etc.
This is illustrated on one of the slides featured in the presentation below:
If you would like to know more about how NLP makes a difference in business then Miriam is hosting an NLP Taster day, a hands on workshop, in Newbury on August 14th Details are on the NLP Taster website. Miriam will also be running an NLP Practitioners Course in January 2010.
She also generously recommended the Job EQ website where there is much more information about NLP and a free mini test you can take.
Naturally as a Certified NLP Practitioner, not least trained by Miriam, for me she was preaching to the converted, but one of the greatest perks of learning NLP is knowing that you never stop learning NLP! You always get more from each and every experience.
It was another outstanding example of the value Newbury Business Group members offer West Berkshire’s leading networking organisation. Next week, on the 24th July, I will be revealing the '10 Reasons Why Facebook Means Business'. Do get in touch if you would like to come!